Steve Goldberg is the Chief Revenue Officer at Salesloft, the sales engagement platform that was acquired by Vista in 2022 for $2.3BN. Prior to Salesloft, Steve was Group Vice President of Enterprise at Yext and before that was a Senior VP @ InsideSales.com.
In Today's Episode with Steve Goldberg:
1. Becoming a Sales Leader:
- When did Steve first fall in love with sales?
- Why does Steve believe sales is more psychology than anything else? What can sales reps do to master the psychology of their prospects?
- What does Steve know now about sales that he wishes he had known in the beginning?
2. How to Close Prospects Faster Than Ever:
- How does Steve build relationships with prospects very fast? What questions does he ask?
- How does Steve know if he is really speaking to a buyer? What are the signals?
- How does Steve advise sales reps on getting multiple relationships within an account to prevent the potential of losing your champion?
- How does Steve feel about discounting? When is the right time to do it?
3. How To Do The Best Deal Reviews:
- What makes good vs great deal reviews? Who is invited? Who is not?
- Who sets the agenda? Who is responsible for what?
- How do deal reviews change throughout the quarter and throughout the year?
- Is a deal slipping into the next quarter an acceptable excuse for a sales rep to give?
4. How to Ensure Renewals in a World When They are Not Guaranteed:
- Have all budgets centralized back to the control of the CFO?
- Are people right to say that no CFOs are buying new technology today?
- What is the best way to show to customers the value you provide?
- Why does Steve believe revenue operations is the most valuable role within an org?
